ePlus Reports Fourth Quarter and Fiscal Year 2025 Financial Results

Fourth Quarter And Full Year Gross Profit And Gross Margin Improved Year Over Year; Double Digit EPS Growth for Fourth Quarter

Management Comment

“During the fourth quarter, we delivered double digit growth across several key metrics, including gross profit, net earnings and EPS,” commented Mark Marron, president and CEO of ePlus.  “We are benefiting from evolving industry trends of increased ratable and subscription revenue models, which are driving a greater gross to net percentage and can provide long term visibility and profitability. Our services-led approach resulted in services revenue increasing 33% in the quarter and 37% for the full year. This contributed to significant gross margin expansion. Through both organic initiatives and acquisitions, our business is expanding to serve diverse end markets with long-term secular demand drivers, including AI, cyber security and cloud, among others.”

Fourth Quarter Fiscal Year 2025 Results

For the fourth quarter ended March 31, 2025, as compared to the fourth quarter ended March 31, 2024:

Consolidated net sales decreased 10.2% to $498.1 million, from $554.5 million.

Technology business net sales decreased to $487.2 million from $544.1 million as lower product sales were partially offset by higher service revenues. Technology business gross billings decreased 5.4% to $789.0 million from $834.3 million.

Product sales decreased 17.8% to $382.4 million from $465.2 million due to decreases in net sales of networking and collaboration products, partially offset by increases in cloud and security products. Product margin was 26.6%, up from 19.3% last year due to a higher proportion of third-party maintenance, software subscriptions, and services sold in the current quarter, which are recorded on a net basis.

Professional service revenues increased 48.4% from last year to $60.4 million from $40.7 million, primarily due to the acquisition of Bailiwick Services, LLC. Gross margin declined to 35.9% from 50.0% due to the addition of Bailiwick Services, LLC and a shift in the mix of services provided.

Managed service revenues increased 16.6% to $44.5 million due to ongoing growth in these offerings, including Enhanced Maintenance Support and Cloud services. Gross profit from managed services increased 11.3% from last year due to the increase in revenues, offset by a decline in gross margin. Managed service gross margin declined to 29.1% from 30.5%.

Financing business segment net sales increased 4.9% to $10.9 million, from $10.4 million due to increases in transactional gains and portfolio earnings, offset by lower post-contract earnings. Gross profit in the financing business segment increased $0.7 million from $8.8 million last year to $9.5 million this year, due to the increase in net sales.

Consolidated gross profit increased 11.8% to $145.8 million, from $130.3 million. Consolidated gross margin was 29.3%, compared with last year 23.5%.

Operating expenses were $111.0 million, up 9.6% from $101.3 million last year, primarily due to increases in salaries and benefits from additional headcount, general and administrative expenses, and acquisition-related depreciation and amortization expenses, partially offset by a decrease in variable compensation. Our headcount at the end of the quarter was 2,199, up 299 from a year ago, primarily due to the acquisition of Bailiwick Services, LLC on August 19, 2024. Of this year’s 299 additional employees, 272 are customer-facing employees.

Consolidated operating income increased 19.6% to $34.7 million and earnings before tax increased 14.9% to $35.8 million. Other income was $1.1 million compared to $2.2 million last year, due to foreign currency transaction losses being recognized in the current year quarter while foreign currency transaction gains were recognized in the prior year quarter, offset by higher interest income.

Our effective tax rate for the current quarter was 29.7%, slightly higher than the prior year quarter of 29.5%.

Net earnings increased 14.6% to $25.2 million.

Adjusted EBITDA in the technology business increased 21.1% and increased 4.6% in the financing business segment, and when combined, resulted in an increase of 19.1% to $43.8 million.

Diluted earnings per share was $0.95, compared with $0.82 in the prior year quarter. Non-GAAP diluted earnings per share was $1.11, compared with $0.93 in the prior year quarter.

Fiscal Year 2025 Results

For the fiscal year ended March 31, 2025, as compared to the prior fiscal year ended March 31, 2024:

Consolidated net sales decreased 7.0% to $2,068.8 million, from $2,225.3 million.

Technology business net sales decreased 7.7% to $2,009.1 million, from $2,175.9 million due to lower product sales, partially offset by higher service revenues. Technology business gross billings decreased 1.5% to $3,280.4 million from $3,329.8 million.

Product sales decreased 14.6% to $1,608.8 million due to declines in customer demand, as well as a shift in product mix. Gross profit from sales of products decreased 6.1% to $373.6 million from $397.6 million due to lower sales combined with a shift in mix towards third-party maintenance and services, which are recorded on a net basis.

Professional service revenues increased 48.2% primarily due to the acquisition of Bailiwick Services, LLC. Gross margin declined to 39.5% from 44.1% for the same period in the prior year.

Managed service revenues increased 24.6% to $171.3 million from $137.5 million due to ongoing growth in these offerings, including Enhanced Maintenance Support, Cloud services, and Service Desk services. Gross profit from managed services increased 20.3% to $51.3 million from $42.7 million due to the increase in revenues. Gross margin declined slightly to 29.9% from 31.0% last year.

Financing business segment net sales increased 20.7% to $59.6 million from $49.4 million due to higher transactional gains and portfolio earnings offset by lower post-contract earnings. Gross profit in the Financing business segment increased $11.4 million primarily due to the increase in net sales.

Consolidated gross profit increased to $569.1 million from $550.8 million. Consolidated gross margin was 27.5%, compared with last year’s gross margin of 24.8%, due to higher product gross margin, offset by lower service gross margin.

Operating expenses were $427.7 million, up 9.0% from $392.5 million last year, primarily due to increases in salaries and benefits and general and administrative costs, both of which were due to increases in personnel.  The increases in depreciation and amortization and acquisition-related amortization and expenses were due to the acquisition of Bailiwick Services, LLC.

Consolidated operating income decreased 10.6% to $141.4 million. Earnings before tax decreased 7.6% to $148.8 million. Other income was $7.4 million compared to $2.8 million last year, primarily due to higher interest income, partially offset by higher foreign currency transaction losses.

Our effective tax rate for the current year period was 27.5%, lower than last year’s 28.1%, primarily due to lower state taxes.

Net earnings decreased 6.7% to $108.0 million.

Adjusted EBITDA decreased 6.4% to $178.2 million.

Diluted earnings per common share was $4.05, compared with $4.33 in the prior year.  Non-GAAP diluted earnings per common share was $4.67, compared with $4.92 in the prior year.

Please see the included financial tables for a reconciliation of the following non-GAAP financial measures: (i) Adjusted EBITDA, (ii) Adjusted EBITDA for business segments, (iii) non-GAAP Net Earnings and (iv) non-GAAP Net Earnings per Common Share - Diluted.

Balance Sheet Highlights

As of March 31, 2025, cash and cash equivalents were $389.4 million, up from $253.0 million as of March 31, 2024, as cash provided by operations was partially offset by funds used for the acquisition of Bailiwick Services, LLC and repurchases of our common stock. Inventory decreased 13.8% to $120.4 million compared with $139.7 million as of March 31, 2024. Accounts receivable—trade, net decreased 19.8% to $517.1 million from $644.6 million as of March 31, 2024. Total stockholders’ equity as of March 31, 2025, was $977.6 million, compared with $901.8 million as of March 31, 2024. Total shares outstanding were 26.5 million as of March 31, 2025, and 27.0 million as of March 31, 2024.

Fiscal Year Guidance

ePlus is initiating fiscal year 2026 guidance over the prior fiscal year for net sales growth of low single digits, and gross profit and adjusted EBITDA in the mid-single digits. This guidance assumes some level of impact from economic uncertainty but does not factor in recessionary conditions or other unexpected developments. ePlus cannot predict with reasonable certainty and without unreasonable effort, the ultimate outcome of unusual gains and losses, the occurrence of matters creating GAAP tax impacts, fluctuations in interest expense or interest income and share-based compensation, and acquisition-related expenses. These items are uncertain, depend on various factors, and could be material to  ePlus’ results computed in accordance with GAAP.  Accordingly, ePlus is unable to provide a reconciliation of GAAP net earnings to adjusted EBITDA for the full year 2026 forecast.

Summary and Outlook

“We are excited about the year ahead. We remain focused on engaging with our customers to deepen our relationships, the continued evolution of our service and product offerings, and our ability to attract new customers. Our industry is evolving, and we are well positioned in our fast-growing focus areas of AI, cloud, security, and networking. We continue to generate cash and will remain balanced and thoughtful in how we allocate our capital. While there are still many unknowns for fiscal 2026, including the evolving macro environment, I am confident in our teams’ ability to continue making progress on our strategic priorities while driving profitability and accelerating shareholder value,” concluded Mr. Marron.

Recent Corporate Developments/Recognitions

Conference Call Information

ePlus will hold a conference call and webcast at 4:30 p.m. ET on May 22, 2025:

A replay of the call will be available approximately two hours after the call through May 29, 2025.  A transcript of the call will also be available on the ePlus Investor Relations website at https://www.eplus.com/investors.

About ePlus inc.

ePlus is a customer-first, services-led, and results-driven industry leader offering transformative technology solutions and services to provide the best customer outcomes. Offering a full portfolio of solutions, including artificial intelligence, security, cloud and data center, networking, and collaboration, as well as managed, consultative and professional services, ePlus works closely with organizations across many industries to successfully navigate business challenges. With a long list of industry-leading partners and approximately 2,200 employees, our expertise has been honed over more than three decades, giving us specialized yet broad levels of experience and knowledge. ePlus is headquartered in Virginia, with locations in the United States, United Kingdom, Europe, and Asia‐Pacific. For more information, visit www.eplus.com, call 888-482-1122, or email info@eplus.com. Connect with ePlus on LinkedIn, X, Facebook, and Instagram.

ePlus, Where Technology Means More®.

ePlus® and ePlus products referenced herein are either registered trademarks or trademarks of ePlus inc. in the United States and/or other countries.

Forward-looking statements

Statements in this press release that are not historical facts may be deemed to be “forward-looking statements,” including, among other things, statements regarding the future financial performance of ePlus. Actual and anticipated future results may vary materially due to certain risks and uncertainties, including, without limitation, financial exposure to losses upon translation of foreign currency rates, due to changing interest rates, tariffs, and due to inflation, including as a result of national and international political instability fostering uncertainty and volatility in the global economy; increases to our costs including wages and our ability to increase our prices to our customers as a result, or experience negative financial impacts due to our fixed customer pricing commitments; the loss of our key lenders or constricting credit availability as a result of changing interest rates or other economic conditions, which may result in adverse changes in our results of operations and financial position; significant adverse changes in our relationship with one or more of our larger customer accounts or vendors, including decreased account profitability, reductions in contracted services, or a loss of such relationships; a material decrease in the credit quality of our customer base, or a material increase in our credit losses, including by the federal government’s actual or attempted termination for convenience, other contract termination or non-performance; our ability to remain secure during a cybersecurity attack or other information technology (“IT”) outage, including disruptions in our, our vendors or a third party’s IT systems and data and audio communication networks; our ability to secure our own and our customers’ electronic and other confidential information, while maintaining compliance with evolving data privacy and cybersecurity regulatory laws and regulations and appropriately providing required notice and disclosure of cybersecurity incidents when and if necessary; ongoing remote work trends, and the increase in cybersecurity attacks that have occurred while employees work remotely and our ability to adequately train our personnel to prevent a cyber event; the possibility of a reduction of vendor incentives provided to us; our dependence on key personnel to maintain certain customer relationships, and our ability to hire, train, and retain sufficient qualified personnel by recruiting and retaining highly skilled, competent personnel, and vendor certifications; risks relating to use or capabilities of artificial intelligence (“AI”) including social and ethical risks; our ability to manage a diverse product set of solutions, including AI products and services, in highly competitive markets with a number of key vendors; changes in the IT industry and/or rapid changes in product offerings, including the proliferation of the cloud, infrastructure as a service (“IaaS”), software as a service (“SaaS”), platform as a service (“PaaS”), and AI; supply chain issues, including a shortage of IT component parts and products, may increase our costs or cause a delay in fulfilling customer orders, or increase our need for working capital, or delay completing professional services, or purchasing IT products or services needed to support our internal infrastructure or operations, resulting in an adverse impact on our financial results; our inability to identify acquisition candidates, perform sufficient due diligence prior to completing an acquisition, successfully integrate a completed acquisition, or identify an opportunity for or successfully completing a business disposition, may affect our earnings; our ability to raise capital, maintain or increase as needed our lines of credit with vendors or our floor plan facility, obtain debt for our financing transactions, or the effect of those changes on our common stock price; our ability to implement comprehensive plans for the integration of sales forces, cost containment, asset rationalization, systems integration, and other key strategies following acquisitions; and other risks or uncertainties detailed in our reports filed with the Securities and Exchange Commission. All information set forth in this press release is current as of the date of this release and ePlus undertakes no duty or obligation to update this information either as a result of new information, future events or otherwise, except as required by applicable U.S. securities law.

Contact:

Kleyton Parkhurst, SVP

Technology Business Gross Billings by Type
	Three Months Ended March 31,						Year Ended March 31,
	2025		2024		Change		2025		2024		Change
	(in thousands)						(in thousands)
Networking	$213,621		$332,636		(35.8%)		$929,708		$1,172,274		(20.7%)
Cloud	220,967		183,008		20.7%		865,855		824,128		5.1%
Security	177,341		145,233		22.1%		683,597		625,392		9.3%
Collaboration	18,295		23,849		(23.3%)		120,369		120,960		(0.5%)
Other	51,347		58,634		(12.4%)		244,997		262,439		(6.6%)
Product gross billings	681,571		743,360		(8.3%)		2,844,526		3,005,193		(5.3%)
Service gross billings	107,394		90,953		18.1%		435,921		324,571		34.3%
Total gross billings	$788,965		$834 313		(5.4%)		$3,280,447		$3,329,764		(1.5%)

Technology Business Net Sales by Type
	Three Months Ended March 31,						Year Ended March 31,
	2025		2024		Change		2025		2024		Change
	(in thousands)						(in thousands)
Networking	$178,820		$281,919		(36.6%)		$781,703		$1,005,679		(22.3%)
Cloud	134,343		118,976		12.9%		509,774		546,341		(6.7%)
Security	48,739		37,452		30.1%		191,872		193,956		(1.1%)
Collaboration	8,205		12,067		(32.0%)		55,483		65,714		(15.6%)
Other	12,264		14,814		(17.2%)		69,936		72,119		(3.0%)
Total product	382,371		465,228		(17.8%)		1,608,768		1,883,809		(14.6%)
Professional services	60,354		40,679		48.4%		229,030		154,549		48.2%
Managed services	44,520		38,193		16.6%		171,347		137,528		24.6%
Total net sales	$487,245		$544,100		(10.4%)		$2,009,145		$2,175,886		(7.7%)

Technology Business Net Sales by Customer End Market
	Three Months Ended March 31,						Year Ended March 31,
	2025		2024		Change		2025		2024		Change
	(in thousands)						(in thousands)
Telecom, Media, & Entertainment	$101,268		$142,333		(28.9%)		$453,892		$547,525		(17.1%)
SLED	72,176		65,198		10.7%		333,371		329,617		1.1%
Technology	65,078		111,418		(41.6%)		300,465		379,720		(20.9%)
Healthcare	74,289		64,711		14.8%		286,474		278,893		2.7%
​Financial Services	44,097		69,239		(36.3%)		174,798		243,630		(28.3%)
All other	130,337		91,201		42.9%		460,145		396,501		16.1%
Total net sales	$487,245		$544,100		(10.4%)		$2,009,145		$2,175,886		(7.7%)

ePlus inc. AND SUBSIDIARIES

RECONCILIATION OF NON-GAAP INFORMATION

We included reconciliations below for the following non-GAAP financial measures: (i) Adjusted EBITDA, (ii) Adjusted EBITDA for business segments, (iii) non-GAAP Net Earnings and (iv) non-GAAP Net Earnings per Common Share - Diluted.

We define Adjusted EBITDA as net earnings calculated in accordance with US GAAP, adjusted for the following: interest expense, depreciation and amortization, share-based compensation, acquisition and integration expenses, provision for income taxes, and other income (expense). Adjusted EBITDA presented for the technology business segments and the financing business segment is defined as operating income calculated in accordance with US GAAP, adjusted for interest expense, share-based compensation, acquisition and integration expenses, and depreciation and amortization. We consider the interest on notes payable from our financing business segment and depreciation expense presented within cost of sales, which includes depreciation on assets financed as operating leases, to be operating expenses. As such, they are not included in the amounts added back to net earnings in the Adjusted EBITDA calculation.

Non-GAAP Net earnings and non-GAAP Net earnings per common share – diluted are based on net earnings calculated in accordance with US GAAP, adjusted to exclude other (income) expense, share based compensation, and acquisition related amortization and acquisition integration expenses, and the related tax effects.

We use the above non-GAAP financial measures as supplemental measures of our performance to gain insight into our operating performance and performance trends. We believe that such non-GAAP financial measures provide management and investors a useful measure for period-to-period comparisons of our business and operating results by excluding items that management believes are not reflective of our underlying operating performance. Accordingly, we believe that such non-GAAP financial measures provide useful information to investors and others in understanding and evaluating our operating results.

Our use of non-GAAP information as analytical tools has limitations, and you should not consider them in isolation or as substitutes for analysis of our financial results as reported under GAAP. In addition, other companies, including companies in our industry, might calculate adjusted EBITDA, non-GAAP net earnings and non-GAAP net earnings per common share or similarly titled measures differently, which may reduce their usefulness as comparative measures.